Head - Communications - Telecom

This role is responsible for defining and executing the market strategy for TransUnion's mobile call authentication and identity solutions in India. They will collaborate closely with the Global Communications Solutions team to:

- Bring in-depth knowledge of India's telecommunication ecosystem and senior stakeholder relationships at the major Indian wireless telco networks to help launch global Communications solutions in India

- Conduct financial feasibility and develop business proposals for identified opportunities and partnerships

- Own the regional go-to-market strategy development and execution.

- Provide market insights, emerging critical client needs, and product feedback

- Develop and deepen relationships with key stakeholders in the Indian Telco operators, and other entities in the Telco ecosystem

- Develop a business development strategy in collaboration with Global Communications Solutions leaders

- Actively drive the business development efforts including pre-sales and procurement process of the telco operators, as well as pre-sales and contracting with enterprises

- Significant external focus to establish as a thought leader in this space in India within the relevant ecosystem of telecom companies (telcos), enterprises and regulatory entities like TRAI

- Develop robust cross-functional relationships both within the Company's matrixed organization to accelerate evaluation and launch of the Company's solutions

- Work closely with legal, compliance and privacy teams to ensure our products are delivered in a privacy-conscious and compliant manner

The ideal candidate will :

- Be a seasoned Business Development/Product executive with experience across leading Indian telecom carrier(s), and/or with C-level senior leadership connects across these carriers by working for a large vendor who may have done direct business with these carriers for Saas/other large deals

- Preferably have some B2B business development experience, working with midmarket and enterprise businesses is good-to-have

- Experience working in a matrixed organization in close partnership with product management for an organization delivering complex and technical products or services would be a plus

- Have a good blend of business, P&L understanding and technical savvy

- Proven track record to deliver and grow in a collaborative environment, with no or limited direct reports to start with, and recommend an effective sales and support model for these solutions after initial evaluation

- Have a solid understanding of local market dynamics that impact the Communications product suite and GTM strategy; evolving privacy policy and regulation, regulatory climate, competition, etc.

- The role will work closely with country as well as global leadership to ensure delivery of best-in-class enterprise communications solutions.

How You'll Contribute:

- Defines regional strategy & develops operating plan(s):

- Leverages own experiences combined with global ideas/inputs to develop long-term growth strategy; develops business cases; communicates strategy and secures buy-in from the business.

- Advocates for the region and provides feedback to the Global Communications leadership on local needs, features and functionality.

- Influences, monitors and supports the delivery of annual revenue and profitability targets:

- Market development to set up a Communications Services LOB in -initially focused on accelerating market entry, fostering and building external partner relationships.

- Manage relationships with mobile OEMs and carriers to drive evaluation and market adoption of company's global solutions like Trusted Call Solutions (TCS) / Branded Call Display (BCD)

- Lead engagement with key ecosystem players including voice and messaging technology solutions providers to integrate company's solutions

- Initiate sales engagements with large enterprises for the consumption of TCS

- Work with the Global Solutions organization and India stakeholders to ensure the launch of targeted solutions in India, and achievement of annual revenue goals going forward.

- Evaluate and execute local BD partnerships/integrations to supplement sales efforts.

Builds a culture of collaboration:

- Develops close relationships with leaders across the organization - product, sales, privacy, compliance; both in region and in the Center

- Is rated highly by regional peers and internal customers on KPIs - value creation, responsiveness, speed, ease of doing business

- Develops talent and creates a connected community of best practice sharing & application

What You'll Bring:

- Around 15 years of experience working in BD and/or solution architect roles in large Indian telco carriers or in the telco ecosystem.

- Bachelor's degree in engineering, business or related fields from a reputed institution is required; Master's degree would be a plus.

- Experience building new businesses or product lines within large organizations, and in executing a cohesive go-to-market plan (differentiation, pricing, marketing, training & strategic partnerships)

- Ability to manage multiple initiatives in a fast-paced, cross-functional, matrixed environment.